Sales > Objections And Questions

Rules for handling questions and concerns - 1

The first of 5 rules on how to handle questions and concerns. This one explains the importance of letting your prospect finish all they have to say before responding.

By Bruce King

Sales > Objections And Questions

Rules for handling questions and concerns - 2

Why it's so important to be absolutely clear what your prospect's concerns are, and how to be sure before responding.

By Bruce King

Sales > Objections And Questions

Price objections and value

What is the 'real' value of your product or service? This lesson will really emphasise the importance of value rather than price!

By Bruce King

Sales > Objections And Questions

Questions, concerns, objections and stalls - there is a difference

In most sales presentations, your prospects will raise objections, ask questions, express concerns and maybe stall. In this video I explain how to identify which they are, and how to handle them.

By Bruce King

Sales > Objections And Questions

Rules for handling questions and concerns - 3

Here I explain why you should aim to identify all your prospects questions and concerns, before responding to any of them.

By Bruce King

Sales > Objections And Questions

Rules for handling questions and concerns - 4

In this video, I share with you the two words you must not use when responding to questions or concerns. If you do, you risk confrontation rather than cooperation.

By Bruce King

Sales > Objections And Questions

Rules for handling questions and concerns - 5

In this video is the best way to respond to a concern, and show you empathise with your prospect. It's a warm and cuddly response.

By Bruce King

Sales > Objections And Questions

'I have to think it over' - the up-front contract

Here I show you how you establish an up front contract with your prospect, so they agree they will not say they want to 'think it over' - and before you even start your presentation.

By Bruce King

Sales > Objections And Questions

Another way to handle 'I want to think it over' - the pattern interrupt

By Bruce King

Sales > Objections And Questions

'I want to think it over' - the 6 questions

By Bruce King

Sales > Objections And Questions

Responding to 'it's not a good time to buy'

Various ways to respond and overcome the objection or stall when a prospect says 'it's not a good time to buy right now', or words to that effect.

By Bruce King

Sales > Objections And Questions

How to deal with 'I'm not interested'

Have you ever had a blunt 'not interested' when you first approached a decision maker? Here is how to get them interested with just a few words.

By Bruce King

Sales > Objections And Questions

How to deal with 'I'm happy with my current supplier'

Do prospects sometimes say 'No thank you, I'm happy with my current supplier.' Here's how to win their business.

By Bruce King

Sales > Objections And Questions

Price objections - don't be in a hurry to reduce your price

Price may not be an issue at all, it's value for money that concerns most buyers. Use some of the strategies you'll learn in this and other videos and stick to your price.

By Bruce King

Sales > Objections And Questions

Price objections - focus on the price difference

In this video I show you how to make the sale by focusing on the difference between what you want to charge and what the prospect wants to pay.

By Bruce King

Sales > Objections And Questions

Dealing with 'I have to discuss it with...'

You have made your presentation, they tell you they have to discuss it with someone else. Is it a stall or is it true? Here is how to handle this situation.

By Bruce King

Sales > Objections And Questions

Dealing with 'Just send me a proposal'

Have you ever invested hours putting together a proposal, only to find it impossible to get through to your prospect on the telephone again? Here is how to take control of this situation.

By Bruce King

Sales > Objections And Questions

Call the staller's bluff

Have you ever given a prospect a quote, submitted a proposal, agreed the next steps, and then they go quiet on you? In this video I explain how to handle these situations and save yourself a lot of time, money and stress.

By Bruce King